Mindtickle

AUGUST 28, 2023

Onboarding and ramping up new sales representatives quickly and effectively, ensuring they have a comprehensive understanding of the product portfolio, can be a big challenge. Furthermore, with compliance requirements changing regularly, pharmaceutical companies must ensure their field team has the most up-to-date versions of collateral.

Pharmaceuticals 52

Pharmaceuticals Training Collateral Face-to-face 52

The Pipeline

AUGUST 21, 2013

Second, is a territory that flourished under the rep in question, now sits vacant while the “new manager is replaced”, risking customer satisfaction and retention. They don’t rock the boat, they just sell, and as a result are an asset to revenue and team development and leadership. What’s in Your Pipeline? Tibor Shanto.

Lead Rank 317

Lead Rank Lead Scoring Sports Promotion 317

Mereo

NOVEMBER 15, 2023

Is your account management focused on ensuring client satisfaction and client retention? Do they align to a market program or a selling territory? Recurring revenue and / or SaaS delivery models increase the focus on client retention — not just expansion. What are your client retention rates? Who owns a client?

Lead Rank 41

Lead Rank Marketing Commission Retention 41

Crunchbase

NOVEMBER 18, 2021

Retention in the sales department is exceedingly low; average salesperson retention is just 18 months 1. And now, due to the zeitgeist of COVID-19, more salespeople than ever are looking for the personal independence and career autonomy to sell what they want, when they want, from where they want. To sell is human.

Trends 105

Trends Hiring Scale Compensation 105

Crunchbase

MARCH 13, 2023

As the downturn continues, many account executives are expected to be selling more and achieving better results in order to help their companies maintain trajectory. Make smarter territory choices Hard times mean hard choices. For teams with reduced headcounts, that usually means better territory planning.

Territories 59

Territories Churn Face-to-face SME 59

SBI Growth

MARCH 31, 2013

For example: selling low margin products because they maximize the compensation payout. Retention - Top performers who are failing to achieve their expected income are at risk. Retention - Top performers who are failing to achieve their expected income are at risk. A compensation problem may soon morph into a retention problem.

Compensation 293

Compensation Incentives Incentive Buyer Persona 293

BrainShark

AUGUST 7, 2022

So while you might have a five-time pipeline up top, mechanisms should be in place to reduce it to 2.5-times Let’s say a company has three salespeople assigned to a given territory and a $3 million quota for that territory. When you over-assign quotas, you’re setting up your reps for failure. Over-assignment of quota.

System 62

System Revenue Top of Funnel Quota 62

Allego

JULY 14, 2022

After that, they are released to their territories and don’t receive any further systematic training until the next national sales meeting six to 12 months later. Those types of formal learning programs are problematic for several reasons: Sales reps receive too much information during a short period of time, hampering retention.

Hiring 116

Hiring How To Exercises Coaching 116

Sales and Marketing Management

OCTOBER 9, 2017

After more than 30 years of selling for small businesses, entrepreneurs and large corporations such as Hewlett-Packard and Microsoft, I’ve seen sales fall short time and again. Rockstar salespeople find coaches who have clout and are willing to sell for you when you leave the building. You know the answer.

Microsoft 213

Microsoft Decision Maker SME Hiring 213

Hubspot Sales

MAY 17, 2018

Unfortunately, that washed-up elevator pitch generally focuses solely on the seller -- the company, its capabilities, and its accomplishments -- and rarely highlights the prospect’s needs. From their perspective, what their company sells is everything, and their job revolves around trumpeting its value.

Hiring 89

Hiring Banking Face-to-face Retention 89

SBI Growth

JANUARY 1, 2014

And deliver them in a manner that ensures retention and adoption. Buyer personas: You have unique individuals and roles that you sell to. Training Methods: Role plays: Repetition leads to retention. Give historical context to the territories/accounts. You can’t afford to let your new reps linger for up to a year.

Training 282

Training Buyer Persona Hiring How To 282

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts. Strategies for acquiring new customers, upselling, cross-selling, and customer retention.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Highspot

FEBRUARY 14, 2024

A comprehensive sales and marketing plan sets up organizations for long-term growth and success. And when teams are aligned, companies can generate up to 208% more revenue from their marketing efforts. Strategies for acquiring new customers, upselling, cross-selling, and customer retention.

Paid Content 52

Paid Content Lead Rank Top of Funnel Marketing 52

Hubspot Sales

OCTOBER 18, 2023

And it was that motivation — paired with his empathy, intelligence, and creativity — that allowed him to play an instrumental role in building HubSpot’s sales department from the ground up as the company's first sales director and sixth employee. Always break down goals by revenue, new customers, and retention.

Hubspot 92

Hubspot Ideal Customer Profile Scale Distribution 92

InsightSquared

MAY 7, 2019

Customer churn or retention rates. Are certain types of customers, or certain geographies and sales territories meeting or beating the benchmark, or underperforming? The average sales cycle can be extended because the data includes new hires and new territories as well as established sales resources.

Sales Cycle 102

Sales Cycle Lead Rank Hiring Sales Qualified Lead 102

SBI Growth

SEPTEMBER 27, 2013

This tool is a practical guide to 10 conversations that will boost retention. Now they are impatient to make up for the temporary career setback. Best-selling author and Gen-Y expert Dan Schawbel explains why. When new territories and quotas are assigned, other pastures look temptingly green. But it isn’t.

Sales Talent 300

Sales Talent Conversion Survey Salary 300

Mindtickle

JULY 31, 2023

Sales reps are crucial in promoting and selling financial products and services to a diverse customer base. 36% Percentage of time spent actively selling 8% Increase in win rates with coaching investments Companies that don’t prioritize sales enablement see their reps spend just 3 6% of their time actively selling or even less.

Sales Enablement 52

Sales Enablement Face-to-face Scale Collateral 52

SBI Growth

SEPTEMBER 23, 2013

Sign up for SBI''s free onsite research session here. You sell to a more informed buyer. You must match selling capacity with market demand. Territory design, quotas and compensation plans. Increase base pay by 7-9% across the board to help with retention. Steve is going to use social selling to solve this).

Compensation 325

Compensation Social Media Incentives Incentive 325

DiscoverOrg Sales

DECEMBER 18, 2018

And they don’t publish press releases proclaiming strategic expansions into a new sales territory, and they need new headcount to work that new territory. The next two, Manufacturing – Durables and Consumer Products, likely climbed up the list as consumers responded to low interest rates and more liquidity. Wells Fargo.

Company 156

Company Prospecting Oracle Transportation 156

Hubspot Sales

MARCH 20, 2020

They must be "consciously competent," with the ability to sell successfully themselves, and also consciously understand how to build that same skill set in other sales reps. Image Source: Value Selling Associates. Improved employee retention rates. Sales rep retention is a hot topic. Are they meeting expectations?

Sales Coaching 106

Sales Coaching Research Coaching Sales Methodology 106

SalesLoft

MARCH 20, 2020

” Follow up. Whether it’s selling, management, scaling, strategy, or whatever — now is a unique opportunity to get support. I’m not sure anybody is qualified to give advice on how to sell in a pandemic, least of all me. This is uncharted territory for us all. Don’t ask for advice then ghost people.

Scale 131

Scale Gatekeeper Churn Quota 131

Zoominfo

JANUARY 11, 2021

This is done by gathering firmographic data which typically includes: Job title Industry Current tech stack Location (headquarters and branches) Territory map(s) Employee size Sales cycle length Revenue (annually and quarterly) Seniority hierarchy. Here’s a sure way to mess up a customer profile—guessing. Identify your best customers.

Ideal Customer Profile 162

Ideal Customer Profile B2B Buyer Persona Top of Funnel 162

Partners in Excellence

JANUARY 18, 2017

The sales person’s job is to maximize the share of account or territory for which they are responsible. I believe it is our God-given right to 100% share of customer and share of territory. We have to sell more within our territories and accounts every year. Sounds a lot like hunting. Sounds a lot like farming.

Territories 48

Territories Maximizer Retention Account 48

Alice Heiman

NOVEMBER 14, 2018

Stop Selling and Start Leading by Deb Calvert. Stop Selling & Start Leading is the perfect pick-me-up for sellers who have lost faith in traditional tactics. Steps to be more effective in selling and to re-ignite your pride in the sales profession. Value Propositions that Sell by Lisa Dennis. Commoditization.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

Smooth Sale

JUNE 3, 2022

I needed to speak up but with questions to avoid being fired. We all know that sometimes computers give up, electrical storms can kill what is readily available, and documents disappear occasionally. The next step is to regularly review whether habitual preparation is still up to date or whether the time is for a newer strategy. .

Hiring 78

Hiring ACT Networking Lead Rank 78

Allego

APRIL 21, 2022

Like it or not, virtual selling is here to stay. As you’ve probably experienced, however, the traditional ways of doing business don’t always transfer to a hybrid selling world. Mastering virtual selling skills. Buyers became accustomed to—and prefer—virtual meetings, demos, and asynchronous communication.

Hiring 71

Hiring Video Distribution Buyer 71

Openview

MAY 11, 2018

In fact, McKinsey conducted six years of research and found that companies that optimize the consumer journey increase revenue by up to 10% annually. Territory and account plan development should also be used to gauge learning progress and knowledge retention. Now that’s a driver for scalability.

Ideal Customer Profile 90

Ideal Customer Profile Hiring Scale Retention 90

Allego

MAY 13, 2021

When salespeople are hired, there’s an onboarding boot camp that can last from a few days to several weeks, after which salespeople are typically released to their territories. Research shows that retention goes down as the volume of information goes up. Anyone who’s spent time in sales knows how training takes place.

Guarantee 126

Guarantee Hiring Exercises Video 126

Hubspot Sales

OCTOBER 16, 2017

If you want them to stop selling to poor fit customers, institute a clawback so they lose their commission if the customer churns or returns the product within a set window of time. Increase retention rate. Increase upsell/cross-sell rate. It doesn’t matter how much (or how little) they sell, their take-home earnings are set.

Compensation 124

Compensation Hiring Salary Commission 124

Hubspot Sales

AUGUST 6, 2019

The average ramp-up time for salespeople is between six and nine months. Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). Take care of HR documentation, set them up with a computer, and introduce them to the company at a high level. Orientation.

Hiring 119

Hiring Training Hubspot Inbound 119

InsideSales.com

JUNE 16, 2021

Operations makes an organization’s actions intentional—meaning there is data, strategy, and process backing everything up. Providing an easy and enjoyable process for customers is vital for retention and growth. The overall mission of each of these teams is to set up customers for long-term success. The Value of Rev Ops.

Revenue 105

Revenue Top of Funnel Ideal Customer Profile Lead Rank 105

Mindtickle

JANUARY 29, 2021

In this post, we wanted to share our tips for getting your sales reps ramped up quickly and enabling them to start crushing revenue targets sooner. Firstly, a successful ramp-up period that gives reps a complete understanding of your business and how it operates. Vertical- or territory-specific knowledge. Buyer personas.

Hiring 93

Hiring Revenue Face-to-face Quota 93

Sales Hacker

NOVEMBER 24, 2020

Team selling and why it’s making a comeback [7:43]. She’s going to be talking to us about team selling and how the concept of combined quotas with senior and junior account executives, converging on one territory, is coming back. Where we focus our efforts is really in the area of virtual selling.

Outsourcing Services 80

Outsourcing Services Lead Rank Pivotal Enterprise 80

The Brooks Group

OCTOBER 4, 2019

Onboarding new sales reps effectively is a critical success factor when it comes to retention and performance levels. Any sales rep who has been victim to this probably felt like they were told, “Here’s your territory and list of cold leads – GO!”. Both approaches result in delayed ramp-up time and higher than necessary turnover rates.

Hiring 51

Hiring Retention Lead Rank Intent 51

The Brooks Group

APRIL 18, 2019

To be fully effective, customer-centric selling should go beyond the sales department – to your customer service , marketing, and account management teams as well. Sometimes important changes in the marketplace seem to pop up overnight. Who’s an ideal fit (and who’s not) for your evolving selling environment or position.

Hiring 85

Hiring Analysis Competition Territories 85

Gong.io

JULY 27, 2022

Today’s high-performing revenue teams are those who are focused heavily on retention, not just new client acquisition. Follow up with questions like: How are you tracking toward those goals? Territory plans. It’s the whole reason they’re called revenue teams, and not sales teams, in the first place.). Is this still the case?”.

Examples 62

Examples How To Churn Lead Rank 62

Hubspot Sales

OCTOBER 2, 2019

Employee retention in the sales field continues to be an issue. Looking to set your sales team up for this kind of success? Sales territory optimization - The ability to support strategic territory mapping and efficiency. Their areas of expertise include compensation planning and territory management.

SAP 119

SAP Oracle Compensation Territories 119